Sales and Marketing Performance Blog

The Great Sales & Marketing Divide - CSO Insights 2015 Report

Posted by Mark Gibson on Wed, Feb 25, 2015

The CSO insights 2015 Sales Performance Optimization survey of more than 1000 Chief Sales Officers in companies Worldwide was published last month and the findings are alarming. 

Salespeople are struggling to hit their numbers and marketing is not contributing enough value! 

This article contains links to resources to answer some of the "How can I improve sales performance?" questions

Article Length: 1960 words

Reading Time: 10 Minutes

Read More

Topics: b2b sales and marketing

Your Brain on Story

Posted by Guest Blogger - Deborah Braun on Tue, Dec 02, 2014

Remember the old egg in the frying pan image for the big
anti-drugs campaign in the late 80’s, this is your brain, and now this is your brain on drugs?


Your brain on story is the complete opposite, as both hemispheres are engaged, neurons are firing, and listening and retention of information are at peak levels.

Read More

Topics: story seekers

Cave-Man, Selling and the Art of Visual Storytelling

Posted by Mark Gibson on Fri, Nov 21, 2014

Are you familiar with the Paleolithic cave paintings of Lascaux or Chauvet Caves in France? If you are not, please click on this link to the  Chauvet Cave Paintings.

Read More

Topics: visual storytelling, whiteboarding, visual perception, cave-art

Selling with IMPACT: a guide to selling disruptive technology.

Posted by Mark Gibson on Thu, Nov 06, 2014

If you subscribe to current research, buyers are contacting vendors at somewhere between 60-70% of the way through their buying process.  What this research fails to mention is this only applies to mainstream technology that is in established markets and where there is an identified and known set of competitors. 

Buyers enter the buying process depending on technology maturity and buyer risk tolerance. I like to use the IMPACT mnemonic to describe buying cycles because I think it more accurately reflects what is actually going on in the buying organization

IMPACT The six phases of the buying process are easy to remember as they will have an enormous IMPACT on your company’s performance:

There are the Early Adopters (EA) who are happy buying innovative solutions. There are the Early Majority (EM) who want to buy the market leader. And there are the Late Majority (LM) who want to buy a commodity at the cheapest price. Here is where the buyer starts to engage in terms of the IMPACT process.

Early adopters will enter the buying process at 10-20% of the way through a buying process and laggards will wait till they are 90% of the way - and all they care about is price or the service discount.

Successful entrepreneurs, marketers and salespeople selling disruptive technology must learn to recognize early adopters, understand how early adopters engage with innovative technology vendors and how they manage a buying process. 

This is the subject of a new eBook from authors of “Why Killer Products Don’t Sell”, Ian Gotts and Dominic Rowsell, and Adrian King, entitled “IMPACT - the technology executive’s guide for selling B2B disruptive and innovative solutions”.  

Read More

Topics: killer products, selling early adopters, lean startups

CSO Insights 2015 Sales Performance Optimization Survey

Posted by Mark Gibson on Wed, Nov 05, 2014

It's 2015 Chief Sales Officers (CSO) Insights Sales Performance Optimization survey time and this is your invitation to participate in one of the most comprehensive and useful surveys of sales behavior. 

Why bother?
For 20 minutes of your time you will receive the most comprehensive sales behavior survey in the industry. It will be interesting to see what sales executives place at the top of their Barriers to Effectiveness list in 2015. Here is last years report.
Results from previous research studies have been referenced by publications such as Harvard Business Review, Dow Jones, Wikipedia, Selling Power Magazine, and others.

2015 is all about revenue growth. Achieve this, and shareholder value will increase. Fail to do so, miss your number, and investors will punish you!

To help companies determine the right strategies to increase sales in the coming year, CSO Insights' 21st Sales Performance Optimization study will focus on four key themes:
  • Find More—by optimizing lead generation
  • Win More—by closing more forecast deals
  • Keep More—by minimizing customer churn
  • Grow More—by maximizing customer wallet share

The research report will retail for $795.

Be a part of the research project and get the results early in February at no charge.
As a special thanks, you will receive the CSO Insights Sales Performance Optimization 2014 Key Trends topical report which summarizes last year's report.

Please feel free to forward this to your colleagues whom you think would like to participate and receive the 2015 CSO Insights Sales Performance Optimization Survey in February free of charge.

Click here to take the survey
I'll take the survey
Read More

Topics: CSO Insights, sales performance, 3d printing, SPO

Why Marketing must lead in making content findable

Posted by Mark Gibson on Tue, Nov 04, 2014

This article why-marketers-must-lead-in-making-content-findable was published on today.

Finding, using and reusing sales, marketing and technical information resources should be simple and quick.

But isn’t in most companies.

64% of enterprise search practitioners in Findwise 2014 Survey believe information is hard to find. In Findwise 2013 survey, 79% believe that finding the right information is critical to business success. 

Read More

Topics: content reuse

Don't Just Curate Content - Harvest it

Posted by Mark Gibson on Mon, Nov 03, 2014, published "Don't Just Curate Content - Harvest it" last week, which I co-wrote with Jim Burns of Avitage.

Read More

Topics: Content Curation

Visual Storytelling for Salespeople - Video

Posted by Mark Gibson on Sun, Nov 02, 2014

Visual Storytelling is part 3 of the Your PowerPoint Sucks Webinar Series.

Read More

Topics: visual storytelling

The Hero's Journey and Basic Storytelling - Video

Posted by Mark Gibson on Wed, Oct 15, 2014

In my prior post, I introduced Visual Perception, which is part 1 of a three part video series from the Webinar, Your PowerPoint Sucks - and what you can do about it.

I posted part 2 in a blog on LinkedIn today with part 2 of the video, Your PowerPoint Sucks, Pt 2. Basic Storytelling.

The following video included below is part 2 of the series and it is a primer on basic storytelling. It runs for just over 8 minutes and introduces the "Hero's Journey" story structure and the need for contrast and tension in your presentation or story.

Will be of interest to sales people, sales enablement professionals and marketers wishing to improve their ability to tell stories.

If you or your sales enablement or marketing team needs help with the underlying messaging and storyline to bring your presentations to life, please contact us.
Read More

Topics: storytelling, powerpoint, the heros journey, joseph campbell

Your PowerPoint Presentations Suck Pt. 1 Visual Perception -Video

Posted by Mark Gibson on Thu, Oct 09, 2014

Do your PowerPoint sales presentations suck? - be honest.

If they look anything like the spoof slide below, then this series of three 10-minute videos will be of interest. 

PowerPoint is ubiquitous, often maligned and most often misused... but as a presentation medium it has great utility.

We just need to get better at using PowerPoint and to improve the stories and visual elements that we use to create our presentations.

Your PowerPoint Sucks and what you can do about it

Part 1. A brief primer on visual perception with some important concepts.
Part 2. A primer on basic storytelling.
Part 3. A primer on visual storytelling.

If you or your sales enablement or marketing team needs help with the underlying messaging and storyline to bring your presentations to life, please contact us.
Read More

Topics: storytelling, powerpoint, visual storytelling, story

Subscribe to Our Blog

Selling Disruptive Technology?

Get the new eBook update from the authors of "Why Killer Products don't Sell"


This new 20 page eBook is a primer for entrepreneurs, executives and investors in early stage technology companies. 

Sales and Marketing Alignment eBook

SMA eBook iconSalespeople are struggling to effectively engage buyers across the buying cycle from after they say hello. This eBook explores messaging alignment principles and uses a new content delivery platform to assist in the message capture and delivery process.

The Quick and the Dead

An inbound lead is as cold as a mother-in-law's kiss after 1 hour.
Responsiveness is the new competitive advantage in selling. Download the WittyParrot eBook to learn how.

speed in sales

Connect on Social Media